When was the last time you adjusted your compensation plans for inflation?
Now you're about to close the books for the year, it's time to take a look at your results and see what changes – if any – need to be made for 2016.
Sales are regarded as a mysterious art where performance depends almost entirely on individual ability. Organizations tinker with compensation schemes and metrics, but never really look to solve problems or eliminate the waste in their processes.
Most sales processes are 85% PURE WASTE and add no value whatsoever to either the customer, profitability of the company, or the performance of the sales representative. The way to unlock this huge cost drain is to apply Strength Based LEAN improvements.
Too often companies are afraid of making improvements to their sales process because they do not want to stop what they are doing and start over EVEN if their processes are broken. When applying Strength Based LEAN you can identify what is being done correctly -- and build onto it.